Does recruiting character matter? It depends. This was on the Wall Street Journal’s front page today: “Highflying Medical Firm Falls to the Earth, Its Sales Questioned!” Court documents and employee…
Have you ever employed someone with character faults? Of course you have because no one’s perfect. Right? But what do you do when you make a mistake and hire someone who…
Jeremy Pruitt was just selected as the University of Tennessee’s next football coach He has coached in multiple college programs that have won national championships. He has been mentored by…
People are different – their brains work differently. Some are mechanical engineers like my oldest son. Others find they have a great compassion for nursing, or carpentry or financial management.…
When I was very young and still an only child, I remember my first Christmas. Everything was beautiful – the decorated tree, the lights and the gift-wrapped presents. It seemed…
COSTS … When sales managers, entrepreneurs, business owners, and CFOs think about turnover costs, they think about hard costs first. So, I’m going to start this discussion going against the grain. …
THE 3 MOST IMPORTANT ISSUES … Today, I searched the internet for information on how to retain salespeople and for good discussions about salesperson turnover. I wanted to know what…
I recommend a couple of new books for Sales Managers or Leaders wanting to get better coaching, managing, or leading salespeople into higher performance habits and greater professionalism. 1. The Power…
Recently, I ran across an article by Michael McIntyre entitled “Try Coaching Instead of Commanding.” Michael is the director of the University of Tennessee’s Professional MBA program. His article began…
What’s the purpose of a salesperson at your company? To sell phones, software, advertising, widgets, services and products, and to sell them above a magic number? Years ago I attended…